The document lists the top 10 signs that a company is using a price-to-win strategy when bidding on government contracts. Some of the key signs include determining the contract type, defining the nature of the work, trying to find out how much money the customer has to spend, doing a cost buildup, recognizing the importance of details like staffing levels, and knowing that information provides an advantage over competitors. The overall message is that by understanding pricing factors and having a strategic approach, a company can position itself to win contracts.

1. Top 10 Signs You Are Already
Using a Price to Win Strategy! –
Top 10 List
March 3rd, 2013
CEO: Naveen Krishnamurthy I Email: naveen@rivasolutionsinc.com I Phone: 202.262.5358

2. 2
#10 – You Determine the Contract Type.
• Firm Fixed Price
• Time & Materials
• Cost Plus Fixed Fee
• Single vs. Multiple Award
• GWAC; IDIQ; BPA
• GSA Schedule
RIVA Solutions Inc. www.rivasolutionsinc.com | March
3, 2012

3. 3
#9 – You Define the Nature of the Work.
• Product vs. Services
• SCA
• Offsite vs. Onsite
• Full vs. Part Time
• Short vs. Long Term
• New or Re-compete
• Cleared Work
RIVA Solutions Inc. www.rivasolutionsinc.com | March 3,
2012

4. 4
#8 – You Try to Find Out Exactly How Much $$$ They Have!
• IGCE
• OMB 300
• Previous Contract Award
• Historical Spend
• Q&A
• Fiscal Year program impacts
RIVA Solutions Inc. www.rivasolutionsinc.com | March
3, 2012

5. 5
#7 – You Are Doing a Cost Buildup.
• Direct Cost
• Overhead
• G&A
• Fringe
• Fee
RIVA Solutions Inc. www.rivasolutionsinc.com | March 3,
2012

6. 6
#6 – You Realize the Importance of the Details.
• # of hours per year
• Staffing Levels
• Previous employees
• Job postings
• Salary Surveys
• Labor Category Analysis
• ODCs
• FOIA Documents
• Protest Material
RIVA Solutions Inc. www.rivasolutionsinc.com | March
3, 2012

7. 7
#5 – You Recognize the Impact of Building Great
Teams.
• Target Rates
• Exhibit A
• Markup
• Negotiate Early
• Existing Relationship
RIVA Solutions Inc. www.rivasolutionsinc.com | March 3,
2012

8. 8
#4 – You have Smart People Assigned to this Task.
• Higher Cost Drivers
• Competitive Pricing
• Hedging Risk
• Forward Pricing
• Incumbent Staff impact
• Pricing Scenarios
• BAFO
RIVA Solutions Inc. www.rivasolutionsinc.com | March
3, 2012

9. 9
#3 – You Know that Information = Advantage.
• Best Value
• LPTA
• Wrap Rate analysis
• Related Contracts
• Competition GSA Schedules
RIVA Solutions Inc. www.rivasolutionsinc.com | March 3,
2012

10. 10
#2 – You Recognize the Overhead Impact on the Full Effort.
• B&P Costs
• Travel
• Corporate Oversight
• Recruitment
• Employee Retention
RIVA Solutions Inc. www.rivasolutionsinc.com | March
3, 2012

11. 11
#1 – You Are Winning!
• Start Early
• Resource Expertise
• Organization Advantages & Limitations
• Strategic Planning
• Subject Matter Expertise
RIVA Solutions Inc. www.rivasolutionsinc.com | March 3,
2012

12. Q&A
3.03.13